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How to Motivate the Dealership Sales Team

How to Motivate the Dealership Sales Team


(upbeat contemporary music) – Let me take you back in time. It’s the late 1980s and there’s a premier college baseball program
that produced many players that made it to the next level. The program had one
manager and it had a coach. The program had one
manager and it had a coach, and they were complete opposites. Now they both had a strong
love and passion for the game of baseball, but that’s where
their commonalities ended. The manager was traditional. Some would call him old
school in his teaching and motivational techniques. The coach was progressive. Some would call him a player’s
coach today in his teaching and motivational styles and techniques. Now the team had incredible
success and it was due to many factors, but the future
of the manager and the coach went in complete different directions. Now while they both had
equal skills and knowledge to succeed in the game of baseball, their abilities to lead
and motivate the players, they were not equal. Now the manager was a good person. This has nothing to do
with him as a person. Great guy, but he just
had an old school mindset. He lead by fear. He lacked flexibility, he was
ultra strict with the policies that were not compatible
with that era’s players. He was too focused on
the players’ failures without recognizing their successes. He managed them out of
fear with little to no fun. He called people out. Embarrassed them in front
of the other teammates and really only possessed
the ability to motivate just a few players on the team. Some people would call them the favorites. Now the amazing part with this manager is he was given a job in the
professional baseball ranks because they thought he could
duplicate the same success he had in college with
professional players. Needless to say, his career
in professional baseball ended shortly after taking that challenge. So what happened? What changed? Why did he fail? Well I’m sure there were many reasons, but one of the biggest was
he no longer had the coach by his side that could create
a culture of motivation, inspire the players, and push
them through the adversity, and help develop the potential
that each one of them had. So, why was the program successful? Well it had a lot to do with
the unique ability and power the coach had to make
the players want to run through a brick wall for them. Heck, one day the coach sat in his office on a recruiting visit with
a 18 year old cocky player and his parents. And, this player was probably not as good as he thought he was but the
coach spent the entire time asking the parents questions. Finding out what was
important to the parents instead of just trying to
sell them on why that player needed to come play for their program. It may sound basic, but when
the coach closed the parents and the kid on coming to
play at their program, he didn’t close them on why
it’s a great baseball program. He closed them on the fact
that your son’s gonna enter this program as a boy and
he’s gonna leave as a man. I know that sounds like a sales pitch, and it’s great to get
the kid into the program, but what the coach did do
different that delivered such consistent high level of
success was that he found out what motivated the players on
the field and off the field. Now he didn’t just find
out what motivated them. He knew how to take what
motivated them and get the kids to run through that brick wall for him. He was actually motivating
them, recognizing them, and rewarding them
based on their progress, based on production. And he created healthy
levels of competition while having fun in the process. When the players would show
up to practice every day, rarely was it just boring and
mundane as practice can be. He would always turn the
monotonous skills and drills into fun games and competitions. And the last thing that players
ever wanted to do was lose because if you were the
loser, or non-winner for you compassionate people out
there, you would be punished. Winners were rewarded,
losers were punished, extra field maintenance,
running, extra practice time. But the great thing about
his games and competition, they were purposeful. They were well though out
and the end result was being highly motivated highly talented teams that never wanted to let down the coach. And I’m not saying it was always
unicorns and cotton candy. Man, he wouldn’t hesitate
to be firm and strict when he needed to be. But the bottom line is he
had build up the positive emotional bank account
so much that when he had to make a withdrawal,
his checks never bounced. Bottom line, he knew how to maximize every player’s potential,
create internal motivation, and keep a fun and competitive atmosphere whether the team was on
a 10 game winning streak or a five game slump. He was a master motivator
and made a difference in every one of his player’s lives. And the cool thing, over 30 years later, he’s still in the game of baseball making a positive difference. I can attest to the coach’s influence. Why? Because I was that 18 year old
kid that was over confident and was about to have a
life changing experience. He wasn’t only our coach. He was our friend, our
mentor, and our leader because he truly cared about
each and every one of us. We weren’t just baseball players to him. And over 30 years later, we stay in touch on a regular basis. And every time I talk to
Coach, he’s always reminding me about what’s most important in life. So I ask you, do you motivate your people or intimidate them? Are you managing out of inspiration or are you managing out of desperation? Are your sales people selling
out of fun or out of fear? Have you created a culture of competition or a culture of complacency? Will your people look
back in five, 10, 30 years and name you as the person
that made a difference in their lives? Bottom line, 30 years from
now if I asked your players who made a difference in their lives, will they say it was you? Will they remember your name or will they not even
remember who you are? Are you gonna be memorable, or
are you gonna be forgettable?

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2 thoughts on “How to Motivate the Dealership Sales Team

  1. Kintz… love ur video, well put.. but can u get away from the Management side of things and get back to basics. Back to just being a Sales team member. .

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